GSI Partnership Lead

The GSI Partnership Lead will own the creation, launch, and scaling of a solutions partner program, driving strategic partnerships that generate revenue opportunities and expand market reach. This role requires a blend of partnership strategy, commercial expertise, operational discipline, and hands-on execution.

• Define and execute the overall solutions partner program strategy, including partner profiles, segmentation, tiering models, commercial structures, and value propositions.


• Build the foundation of the partner ecosystem by establishing entry requirements, certification frameworks, partner benefits, and progression paths.


• Develop and manage commercial and legal frameworks, including referral agreements, co-sell models, partner contracts, and engagement guidelines.


• Create the operational infrastructure required to scale the program, including CRM processes, partner tracking, attribution models, reporting structures, and performance dashboards.


• Recruit, engage, and close the first strategic group of partners, building strong relationships with systems integrators, digital agencies, implementation consultancies, and specialist technology firms.


• Lead partner onboarding initiatives, including enablement, certification, joint business planning, and support for initial customer opportunities.


• Build partner-sourced and partner-influenced revenue motions in collaboration with sales teams.


• Develop co-marketing strategies with marketing teams, including joint campaigns, events, content initiatives, and customer success stories.


• Establish scalable processes for partner operations, including self-service onboarding, partner resources, and certification programs.


• Hire, mentor, and develop a high-performing partnerships team as the ecosystem expands.


• Monitor and own key performance indicators, including partner pipeline contribution, revenue impact, and program growth metrics.


• Expand the partner ecosystem into new regions and industries based on market opportunities and customer demand.

Requirements:

The ideal candidate is an experienced partnerships professional who has built or scaled solutions partner programs within technology, infrastructure, cloud, developer tools, or enterprise software environments. They should be commercially driven, operationally strong, and comfortable building programs from the earliest stages.

• Proven experience creating, launching, or operating successful solutions partner programs, preferably within developer-focused, infrastructure, SaaS, or technology companies.


• Strong understanding of systems integrators, consulting partners, digital agencies, and enterprise technology ecosystems.


• Demonstrated ability to structure commercial agreements, negotiate partnerships, evaluate partner economics, and create mutually beneficial business models.


• Experience driving partner-led revenue growth and building measurable go-to-market programs.


• Hands-on builder mindset with the ability to execute independently, from writing agreements to managing partner conversations and creating operational systems.


• Strong analytical and operational skills, with experience using data, dashboards, and reporting to manage program performance.


• Excellent written and verbal communication skills, particularly in remote and asynchronous environments.


• Ability to collaborate effectively across sales, marketing, legal, product, and engineering teams.


• Experience working in fast-growing, product-led organizations transitioning toward enterprise and partner-driven growth is a plus.


• Familiarity with cloud partner ecosystems such as AWS, Google Cloud, or Microsoft Azure is preferred.


• Existing relationships with systems integrators, agencies, consultancies, or organizations working with modern application stacks, databases, or AI platforms are highly valued.


• Background in databases, PostgreSQL, AI/ML platforms, or developer technologies is a plus.

Benefits:

• Fully remote opportunity with the flexibility to work from anywhere globally.


• Competitive compensation package with equity ownership opportunities.


• Employee stock ownership plan (ESOP) allowing team members to share in company growth.


• Health insurance coverage with support for employees and dependents.


• Technology allowance to create an ideal home office setup.


• Flexible, asynchronous working environment focused on autonomy and trust.


• Annual company off-sites bringing together a global team for collaboration and connection.


• Professional development budget for courses, books, conferences, and career growth opportunities.


• Opportunity to build a global partner ecosystem and directly influence enterprise growth strategy.


• Access to a diverse international team across multiple countries, cultures, and technical backgrounds.